EMS Manufacturer Deal Flow: Why Some EMS Manufacturers Grow Faster Than Others
EMS sales and marketing activity remains integral to drive new business customers despite EMS CEOs wanting to create more value-add and stickier customer relationships. Includes detailed EMS industry marketing and sales cycle info, challenges and solutions.
This post focuses on challenges facing EMS provider CEOs and owners of electronics manufacturing services (EMS) businesses when marketing and selling your services to prospective customers. It also contains good knowledge for OEM equipment manufacturers identifying and seeking capable EMS companies.
Issues identified are from years of working in, and with, EMS companies supported by candid discussions with OEM buyers and customers of EMS services. These discussions with OEMs are ongoing and take place at all phases of the OEM-EMS provider engagement and range from:
- OEM feedback about the nature and experience of the EMS provider's RFP / RFQ process
- disclosure (vs. discovery) during OEM's due diligence of EMS provider factory and business capabilities, and
- the quality of EMS provider support post agreement-signing, and general business dialogue...to name a few
One prevailing theme in nearly every OEM discussion is buyers are seeking better ways to gather information about contract electronics services industry and ways to select and manage their EMS partners.
This post is not specific to any one contract electronic industry or market vertical.